Page 112 - The UnCaptive Agent
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CHAPTER SEVEN
INSURANCE CARRIERS
If you believe your product or service can fulfill
a true need, it’s your moral obligation to sell it.
—Zig Ziglar
Traditionally, the value proposition of the independent
insurance agency is personal relationship, insurance com-
pany, and product choice. In fact, choice is so important
that the Independent Insurance Agents and Brokers of
America (IIABA), the largest industry trade organiza-
tion in the independent agency industry, has adopted as
its slogan for members, “The Trusted Choice.” Choice
implies that the agency has more than one insurance
company that it represents. It also implies that the
agency itself is a choice. The choices among many car-
riers is one of the most significant points of difference
between the captive agent, who only represents one
